Zero CMM claims, ever. Then a first approval, then $405K.

A global enterprise ISV was eligible for a large pool of Microsoft co-sell funding and claiming none of it, despite already doing the work it covers. We built the program from scratch, landed the first approval in their history, and cleared $405K across eight claims.

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Earned, eligible, and impossible to actually claim.

Not a single CMM claim had ever been approved. No claims entered into Partner Center, no process in place to identify or submit claims. Their teams ran POCs and migrations for customers for free as standard practice, so attaching Microsoft funding to that work meant a culture change, not just a process one. Every prior internal attempt had died in legal, finance, and professional-services sign-off.

The engagement

March to June 2026

Mar 2026

Engaged. Discovery interviews and end-to-end strategy design.

Apr 2026

Claim workflow built. Legal, finance, and PS sign-off cleared.

Late Apr

First claim submitted through the new program.

Jun 2026

First-ever approval. Claim automation live.

Now

Repeatable engine running and scaling.

We built the whole program from scratch as a Managed Service.

Built the program from scratch.

We designed the full claim workflow across pre- and post-sales, defined the use cases and a decision tree for the right claim type, and completed Partner Center setup.

Cleared the blockers that killed prior attempts.

We secured leadership buy-in, then drove sign-off across the teams that had stalled CMM before: professional services, legal, and finance, including how Microsoft funds route internally.

Made it repeatable and seller-ready.

We built automated compliance comms, propensity-based account targeting, and seller enablement so the alliances team could pitch CMM as a value-add, not a compliance task, then managed proof-of-execution through to Microsoft approval.

A first-ever claim, $405K cleared, and a repeatable engine.

1st

Approved claim ever, from zero

$405K

Confirmed funding, more in motion

Claims cleared and approved

The client landed its first-ever Microsoft-approved CMM claim, never reached before in the company's history. Eight claims have now cleared, totaling $405K in confirmed funding with more in motion, money they can now put behind their customer accounts.

The program is now a repeatable engine. Claim automation is live, it is folded into monthly Microsoft business reviews, and the internal owner is expanding it into the core sales force. Starting with post-sales claims preserved headroom to unlock pre-sales claims as the program continues to scale.

Zero CMM claims, ever. Then a first approval, then $405K.

Earned, eligible, and impossible to actually claim.

We built the whole program from scratch as a Managed Service.

A first-ever claim, $405K cleared, and a repeatable engine.

The money is already yours. The only question is whether anyone has built the path to claim it.

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